How Everybody Needs to Think Differently About Sales

by Ram Charan

More than ever these days, the sales process tends to be a war about price. But there's a better way to think about sales, says best-selling author Ram Charan. Charan defines this new approach to selling as value creation selling (VCS), which he says is radical but nonetheless practical. VCS differentiates you from the competition, paving the way to better pricing, better margins and higher revenue growth built on win-win relationships that deepen over time.

Leadership and the Roots of Value Creation

by Laurence Ackerman

The true strength of an organization is reflected in its identity — the traits and actions that make it a unique being. In this summary, Ackerman presents the eight laws of identity and provide a strategic framework for creating value.

Defining the Leadership Journey

by Nitin Nohria, Jim Champy

Authors Champy, former head of CSC Index and co-author of Reengineering the Corporation, and Nitin Nohria, a professor of business administration at the Harvard Business School, believe that ambition is the lifeblood of human achievement. In this summary, they cover the different stages of ambition, and how each stage can lead to great things for you and your company.

Breaking the Supply Chain to Unlock Hidden Profits

by Joseph Martha, David Bovet

Consultants Bovet and Martha demonstrate how to turn supply chains into value-creating “value nets” by building a radical new business design for your company. Step-by-step, this informative work covers the five elements of the new design: value proposition, scope, profit, strategic control and execution.